500 Ltd was asked to contribute to a Comms Business publication.

Here’s what we had to say:

Comms Business’ Brief

Hosted and Cloud based telephony is a mature market and giving providers of CPE solution a bit of a headache. As part of an overall communications platform, often in association with unified communications (UCaaS), hosted telephony completes a holistic, more rounded solution for firms from SME to Enterprise. 2016 will also see the emergence of far greater competition in the platform arena so that will increase choice for reseller partners.

Comms Business reports on the state of the market and asks channel players:

What is the significance of price in this market or is it more about flexibility and features?

In our experience, it isn’t about price, flexibility or features. It’s about delivering value for money. Buyers are looking for solutions to their business problems that are delivered reliably and without hidden costs. They are also scrutinising service offerings much more closely than they have before. This is an opportunity for the channel to add value that buyers will pay for by showing how they meet these needs:

  • Evidence service quality and reliability on the buyers’ terms – this is more than just up-time and having an SLA. This is about demonstrating you can preserve and protect the buyers’ trading environments.
  • Control and security are at the top of buyers’ agendas and are going to stay there. Resellers need to provide their customers with granular control of how they protect the telecoms activities in their businesses. The telecoms industry is behind the IT industry in this respect and needs to catch up in order to compete.
  • Buyers want to purchase services that comply with standards and they are beginning to vote with their wallets. If the service you are selling does not comply with an industry standard, do not expect your sales to grow.

Has the connectivity issue disappeared? 

No! Buyers are still struggling to buy connectivity effectively. They have difficulty justifying the cost of a high capacity, resilient infrastructure and they are still struggling with SIP!